Oct 21

Written by: News Account
10/21/2009 4:29 PM

 

ADVERTORIAL by Robb High Consulting

 

The mistake: Bad casting.

After an agency review clients always tell the winner and losers the decision was based on the “thinking” or the “ideas.” Why? Because they want it to appear their selection was based on “professional” criteria.

In fact, research among 200 client decision-makers indicates that their decisions are really almost entirely based on how they feel about the people: “I like them and I trust them to do the job.”

And because most reviews are basically set up as “1 or 2 blind dates and get married,” the unfortunate reality is that first impressions are critical and casting is 90% of winning.

The fact that someone is the CEO, or a department head, or on the “team that did the work” . . . or has available “bandwidth” . . . is not relevant. The only concern should be how well a person can perform and connect “in the room.”

So the rule is: “Only the best actors go on stage. Always.”

One idea to make everyone a better actor: contract with a graduate student from the drama department of a nearby college to provide everyone on the new biz team 10 hours of individual coaching.

To find out how to identify and prep the right pitch team. . . plus 83 other strategies for making your agency new business program more effective, attend Robb High’s New Business Boot Camp 3.0.

The next Boot Camps are scheduled for:
San Francisco / Thursday, October 29
Toronto / Tuesday, November 10
Washington DC / Thursday, November 12
Atlanta / Thursday, December 3

They’re for small-to-mid-size firms of all disciplines: advertising, interactive, public relations, promotion, media, research, direct marketing and multicultural. Attendance is limited to a maximum of 12 agencies.

In one full day you’ll learn more innovative, practical ways to improve your agency’s new business performance than from any other source anywhere. Plus, all attendees get 24/7 individualized consulting for 45 days following the workshop to work on prospecting system implementation, RFP responses, pitch preparation, web site re-vamping, incentive compensation proposals, etc.

Check out RH Boot Camp for more details or email Robb for a list of attendees and get their reviews.

 

More at: http://www.robbhighconsult.com/

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